The Procurement Game Plan : Winning Strategies and Techniques for Supply Management Professionals.

Format:

Book

Author/Creator:

Dominick, Charles.

Contributor:

Lunney, Soheila.

Language:

English

Subjects (All):

Business logistics.

Industrial procurement.

Physical Description:

1 online resource (342 pages)

Edition:

2nd ed.

Other Title:

Procurement Game Plan

Place of Publication:

Chicago : J. Ross Publishing, 2022.

Summary:

The Second Edition of this best-selling guide provides an updated easy-to-follow game plan with strategies for procurement and supply management professionals to improve supplier relationships, secure measurable cost reductions, build a more resilient supply chain, integrate social responsibility into procurement activities, achieve operational effectiveness and efficiency, and positively impact margins and competitiveness for their organizations. This book offers the guidance needed to take the procurement professional's career and department to the next level. This tool has complete instructor material available and is ideal for self-learning, training, and classroom instruction. It is also an entertaining read due to the analogies and contrasts to various sports.

Contents:

Intro

Title Page

Copyright

Contents

Preface

Acknowledgments

About the Authors

WAV™ Page

1. Procurement's Place in the Organization: What Position Does Supply Management Play?

Procurement Is an Important Player on Any Business Team

Management's Expectations of Modern Procurement

Types of Goals that Procurement Teams Have

The Expanding Role of Procurement

Strategic versus Tactical Procurement

Procurement as a Profit Center

Procurement's Piece of the Supply Chain

Procurement as a Service to the Organization

The Procurement Manifesto

Service Principles for Procurement

Procurement's Role in Specification Writing

Closing Remarks

2. Setting a Supply Management Strategy: The Foundation for Procurement Victory

A Business Plan for Contributing to Success

SWOT Analysis

Strengths

Weaknesses

Opportunities

Threats

Identifying the Major Problems to Solve and the Openings on Which to Capitalize

Your Procurement Game Plan Is Actually a Selling Document

Formatting Your Procurement Game Plan

Table of Contents and Executive Summary

Problem and Solution or Opening and Idea

Operational Plan

Team

Financial Plan

Return on Investment and Conclusions

Procurement Organizational Structure

Cost Control

Consolidation

Competition

Contracting

Collaboration

Risk Management

Supply Continuity Risk

Public Relations Risk

Legal Risk

Playing Within a System

Documented Processes with Checks and Balances

Standard Supplier Selection Criteria

All-Hands Meetings

Procurement Library

Supplier Guides

References

3. Procurement Talent Management: Ensuring that You Have the Right Players on Your Team

Procurement Talent Management Facet A: Assess

Step 1: Document the Department's Goals.

Step 2: Determine the Skill Dimensions Required

Step 3: Determine How to Assess Skill Levels

Step 4: Determine the Skill Gaps

Step 5: Develop a Skills Development Roadmap

Procurement Talent Management Facet B: Retain

Career Development Plans

Education as a Retention Tool

Procurement Talent Management Facet C: Develop

Training and Certification

Supplementing Training Programs

Procurement Talent Management Facet D: Recruit

Internships

Increase Headcount

Developing the Profile of the Right Candidate

Procurement Talent Management Facet E: Unify

Measuring Talent Management Success

Performance Metrics

Observations

Reference

4. Social Responsibility in Procurement: The New Rules for a More Responsible Game

Ethics

Buying from Relatives or Your Own Company

Accepting Gifts from Suppliers

Fairness to Suppliers

Ethical and Unethical Profiles

Social Responsibility

Socially Responsible Request for Proposal (RFP) Questions

Supplier Code of Conduct

Sustainable Procurement

What Is Sustainability and Why Is It Important?

What Is Climate Change?

How Is Climate Change Influencing Business and Procurement?

What Else Does Sustainable Procurement Address?

Broad Sustainable Procurement Strategies and Tactics

Cost Implications of Sustainable Procurement

Animal-Friendly Procurement

Supplier Diversity and Inclusion

Definition and Categories of Diverse Suppliers

Reasons for Supplier Diversity and Inclusion

Ten Supplier Diversity and Inclusion Challenges

Cultural Impact on Corporate Demand for Supplier Diversity and Inclusion

A Vision for More Impactful Supplier Diversity and Inclusion in the Future

5. Getting Cheap Shots Out of the Game: Preventing and Managing Back-Door Selling.

What Is Back-Door Selling?

Why Back-Door Selling?

Back-Door Selling Questions

How to Respond to Back-Door Selling Questions

Is Back-Door Selling Legal?

How Do You Detect Back-Door Selling?

Can You Negotiate After Back-Door Selling?

How to Prevent Back-Door Selling

6. Strategic Sourcing for More Effective Procurement: Marching Toward the Goal Line

What Strategic Sourcing Is

Reasons for Adopting Strategic Sourcing

Overview of the Strategic Sourcing Process

Phase 1: Organize Sourcing Team

Phase 2: Study, Analyze, and Recommend Solutions

Phase 3: Negotiate and Plan Implementation

Phase 4: Implement Agreement and Sustain Strategy

Composition of a Sourcing Team

Procurement Specialist

Technical Specialist or Subject Matter Expert

Financial Analyst

End User

Executive Overseers/Sponsors

Strategic Sourcing Decision Making

How Strategic Sourcing Is Implemented

Stage 1: The Easy Wins

Stage 2: Wheelhouse Categories

Stage 3: Nontraditional Categories

Determining Strategic Sourcing Priorities

Indicator 1: A Large Amount of Spend in Categories with No Contract

Indicator 2: A Significant Purchase Price Variance

Indicator 3: An Unusually Large Number of Suppliers

Indicator 4: Rising Prices over Time

Targeting Nontraditional Categories

Measuring Strategic Sourcing Success

Strategic Sourcing Surprises for Subject Matter Experts

Strategic Sourcing Surprises for Suppliers

Proposal Evaluation Methods

Pitfalls of Strategic Sourcing

Change Management for Subject Matter Experts

The Future of Strategic Sourcing

Sourcing Maturity Model for Nontraditional Categories

Skills for Future Nontraditional Category Strategic Sourcing

Strategic Sourcing Simulations

Establishing Strategic Sourcing Rules and Parameters.

Leasing versus Buying

Target Pricing

Overcoming Internal Customer Resistance

Involving Stakeholders

Using Psychology

It Is Not All About Price

Eleven Signs of Ethical Competitive Bidding

7. Comparing and Qualifying Suppliers: Separating the Winners from the Losers

Contemplating the Ideal Types and Number of Suppliers

Predicting Supplier Performance

Supplier Size Matters

Evaluating Big Suppliers

Evaluating Small Suppliers

Dual Source versus Single Source

Buying from Sister Companies

Writing the Request for Proposal

Critical Ingredients for an Effective RFP

Seven Common and Costly RFP Mistakes

Set Your RFP Writing Standards High

Creating a Standardized Response Form

Efficiency in Analysis

Identifying Hidden Fees

Analyzing Proposals

Mitigating Risk in Sourcing Decisions

Supplier Quality Audits

The Negotiation Before the Negotiation

8. Negotiating with Suppliers: Jockeying for Position

Deciding upon Suppliers with Whom to Negotiate

Structuring the Ultimate Contract

Structuring Payments

Situations that Affect the Balance of Power

Goods versus Services

Custom Orders versus Mass Production

Technically Committed versus Technically Uncommitted

The Importance of Negotiation Preparation

How a Skilled Negotiator Prepares

The Skilled Negotiator Knows What a Product or Service Should Cost

The Skilled Negotiator Knows Their Counterpart

The Skilled Negotiator Knows Their Worst Enemy

The Skilled Negotiator Understands How Negotiation Styles Will Affect a Negotiation

The Skilled Negotiator Uses Deep Logic

The Skilled Negotiator Controls the Meeting

The Skilled Negotiator Knows What the Supplier Will Ask, and How to Answer.

The Skilled Negotiator Recognizes the Importance of Timing

Increasing Your Negotiation Confidence

Suppliers' Psychological Warfare

The Supplier's Back Pocket

Body Language in Negotiation

Learning the Supplier's Interests

Deciding What Information to Share

Use Today Tactics

1. Don't Use All of Your Ammunition at Once

2. Ask About the Supplier's Questions

3. Listen to the Suppliers' Dialogue

Wordsmithing

Tactics that Can Backfire

The Crying-Poor Tactic

The Saving-the-Toughest-Issue-for-Last Tactic

The Get-It-from-Someone-Else Tactic

Reverse Differentiation

When Suppliers Request Concessions

The Role of Interpersonal Skills in Negotiation

Power Negotiation Made Easy

The Easiest-and Often Most Effective-Negotiation Question You Can Ask

9. Negotiating in Specialized Situations: Adapting Your Game Plan for Different Conditions

Negotiating with Suppliers over Policies

Negotiating Price Increases

Negotiating for a Cost Breakdown

Escalating Information Exchange

Promoting Mutual Cost Reduction

Negotiating Time and Materials Contracts

Negotiating Force Majeure Clauses

Using a Contract Template

Negotiating with a Supplier in Another Country

Negotiating by Phone, Video Conferencing, and Text

Negotiation as a Relationship Predictor

Why Asking for Suppliers' Advice Isn't as Dumb as It Sounds

Improving Negotiation Skills

10. Implementing Agreements and Managing Supplier Relationships: From the Whiteboard to the Field

When Is the Negotiation Over?

Making Supplier Selection Recommendations

Debriefing Unsuccessful Bidders

The Contract Management Process

Minimizing Leakage

The Evolution of Cost Savings Tracking

Measuring Supplier Performance

Daily Supplier Performance Monitoring.

Supplier Performance Mental Exercise: Supply Chain Challenge for a Major Culinary Institute.

Notes:

Includes bibliographical references and index.

Description based on publisher supplied metadata and other sources.

ISBN:

9781523148462

1523148462

9781604278422

1604278420

OCLC:

1323250846